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The Discipline Of Market Leaders: Choose Your Customers, Narrow Your Focus, Dominate Your Market Hardcover – January 17, 1995

by Michael Treacy (Author), Fred Wiersema (Author)
4.5 4.5 out of 5 stars 302 ratings
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The consulting firm that produced Reengineering the Corporation offers a strategy for reinventing competitiveness that focuses on one value discipline--customer intimacy, product leadership, or operational excellence--to outshine the competition. 250,000 first printing. $175,000 ad/promo. Tour.
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  1. Print length
    208 pages
  2. Language
    English
  3. Publisher
    Basic Books
  4. Publication date
    January 17, 1995
  5. Dimensions
    6.5 x 1.25 x 9.25 inches
  6. ISBN-10
    0201406489
  7. ISBN-13
    978-0201406481
  8. See all details
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Editorial Reviews

From Library Journal

Consultants and business strategists Treacy and Wiersema provide the conceptual model for companies to attain and sustain market leadership. Their plan is simple: put unmatched value (best product, best total solution, or best total cost) in the marketplace while meeting threshold standards in other dimensions of value. Making the improvement of the chosen value to customers the focus of the entire company will result in corresponding shareholder value. The authors follow up their theory with practical guidelines for constructing an appropriate operational model, and offer many examples using well-known companies. A landmark work in market strategy that goes beyond TQM principles, this volume is essential for entrepreneurs and for public, academic, and corporate libraries.
Nancy Myers, Univ. of South Dakota Lib., Vermillion
Copyright 1995 Reed Business Information, Inc.

Product details

  • Publisher ‏ : ‎ Basic Books; First Edition (January 17, 1995)
  • Language ‏ : ‎ English
  • Hardcover ‏ : ‎ 208 pages
  • ISBN-10 ‏ : ‎ 0201406489
  • ISBN-13 ‏ : ‎ 978-0201406481
  • Item Weight ‏ : ‎ 1.1 pounds
  • Dimensions ‏ : ‎ 6.5 x 1.25 x 9.25 inches
  • Customer Reviews:
    4.5 4.5 out of 5 stars 302 ratings

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  1. Fred Wiersema

    Fred Wiersema

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    Customer strategist Fred Wiersema is Chair of the B2B Leadership Board and a distinguished ISBM Fellow at the Institute for the Study of Business Markets (ISBM) at Penn State University. He is best known for his thought and practice leadership in the B2B field, and for advancing the discipline of customer intimacy in both consumer and business markets. He is co-author of the global top seller, The Discipline of Market Leaders, and several other influential books. His doctorate is from Harvard Business School

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  2. Michael Treacy

    Michael Treacy

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  3. Frederik D. Wiersema

    Frederik D. Wiersema

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Customer reviews

4.5 out of 5 stars
302 global ratings

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Customers say

Customers find the book easy to read and useful for small businesses. They appreciate the valuable core idea and insights it provides. The writing is clear and concise, making it easy for them to comprehend. However, some customers feel the references are outdated.

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ReadabilityValue for moneyWriting qualityDated content
21 customers mention "Readability"21 positive0 negative

Customers find the book easy to read and useful for small businesses. They say it provides great content and insights into how market leaders operate. The book is a classic that helps make things clearer for them.

"...In my other business, I focus on customer intimacy. Great gook, get it and things will be much more clear for you." Read more

"...I know now where to focus. Great read." Read more

"...What it offers isn't found on any business plan and a must read for anyone starting or running their own business." Read more

"...dated examples and just focus on the three key concepts the book is worth quick read...." Read more

16 customers mention "Value for money"16 positive0 negative

Customers appreciate the book's value for money. They find the core idea valuable and useful as a mental model to structure thinking. The book provides insightful learnings on business strategy and is a must-read for understanding your business model. While it's an older book, the principles are still relevant and timeless.

"...1/2 stars but I have to hand it to this book that it clarifies the three main ways of greatness. This book is dated, very dated...." Read more

"...A very insightful and highly recommended business/marketing book that brings execution back to its basics...." Read more

"Insightful reading on basic views in developing a select value based marketing effort...." Read more

"...The core idea of the book is valuable and 200 pages is plenty to explore it in detail." Read more

6 customers mention "Writing quality"6 positive0 negative

Customers find the writing clear, concise, and easy to understand. They mention it's an interesting read, presented in a simple way.

"This is an easy read - which gets you thinking about how to focus your organization and culture on a value Customer Intimacy..." Read more

"...the various scenarios and what makes them tick presented in very simple way and easy to comprehend." Read more

"...Interesting, easy read.... A little outdated with its references and examples." Read more

"...The writing is fine, however, gleaming wisdom from a modernized version would be best. Perhaps something is in the works." Read more

4 customers mention "Dated content"0 positive4 negative

Customers find the book's content outdated. They mention the examples are completely outdated.

"...This book is dated, very dated...." Read more

"Outdated, seems very boxed into one business paradigm (WalMart style)...." Read more

"...Interesting, easy read.... A little outdated with its references and examples." Read more

"The principle is still highly relevant- the book and its examples are completely outdated..." Read more

Top reviews from the United States

  • Rob Kirk
    5.0 out of 5 stars The good news is that book predicted the demise based on ...
    Reviewed in the United States on May 23, 2018
    Verified Purchase
    I'm leaning towards 4 1/2 stars but I have to hand it to this book that it clarifies the three main ways of greatness. This book is dated, very dated. However, the principles remain the same and it's sorta eerie that some of the firms that are discussed have recently went out of business. The good news is that book predicted the demise based on the premises of the book. In my two main businesses, I have so many traits of all three which is great. In my other business, I focus on customer intimacy. Great gook, get it and things will be much more clear for you.
    One person found this helpful
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  • O. Halabieh
    4.0 out of 5 stars Leadership in Execution
    Reviewed in the United States on October 27, 2010
    Verified Purchase
    As the title suggests this book is about what sets leading companies apart from the average ones. According to the authors, there are three dimensions along which companies can focus on: cost, innovation, or service. Leading companies are ones that focus all their efforts and resources to excel in one of these dimensions while being average on the others. Operational excellence (cost leadership) is achieved by making the operations of the company as efficient as can be. These are companies such as WalMart that constantly find ways to reduce their Opex and pass these savings to their customers. Their customers are always looking for the lowest price. Product leadership (innovation) is achieved by continually pushing to the market place new products. These are companies such as Intel which constantly release new products into the marketplace to displace their own products and remain ahead of everyone else. Finally, customer intimacy (service leadership) is achieved by companies that make customer service exceptional. These are companies such as Southwestern airlines which have an extreme focus on their customers and have understood to the nth degree their needs and desires.

    The most important concept is that leading companies must never loose focus along the chosen dimension. If they do, companies can quickly loose their leadership position and eventually perish. The authors do provide numerous examples of companies that have gone on this journey.

    A very insightful and highly recommended business/marketing book that brings execution back to its basics. If I had to add/change something in it, it would be to add more details to the journeys that some companies took from being market leaders to followers. The learnings on the business strategy side through such experience would be very valuable.
    5 people found this helpful
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  • T. C. Cook
    5.0 out of 5 stars Must read for every small business.
    Reviewed in the United States on March 29, 2022
    Verified Purchase
    Even years later the discipline’s hold true. Many business book authors and podcast hosts refer to The Disciplines of Market Leaders. I know now where to focus. Great read.
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  • doorc2
    5.0 out of 5 stars Discipline of Market Leaders
    Reviewed in the United States on May 2, 2013
    Verified Purchase
    Insightful reading on basic views in developing a select value based marketing effort. This book does an excellent job defining three distinctive consumer markets and their underlying drivers, I have to say the usual marketing hype does manage to sneek in on some pages. What it offers isn't found on any business plan and a must read for anyone starting or running their own business.
    Helpful
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  • Joe D.
    5.0 out of 5 stars Read this book to help you stick to your strategy
    Reviewed in the United States on May 13, 2014
    Verified Purchase
    Back in 1994, when this book was first published, the president of the company I was working for bought a copy of this book for every member of the executive team. After we read it, he held a roundtable discussion to determine how we were going to apply the principles to OUR business. To this day, I still remember the lessons and preach them in my present company. I just wish people would listen.
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  • Piers C.
    4.0 out of 5 stars Key concept, straightforward and short
    Reviewed in the United States on June 24, 2007
    Verified Purchase
    Treacy and Wiersema make the case that the value of a product or service to a customer can be categorized in terms of efficiency (eg. low cost, on-time delivery), innovation (eg. latest technology or fashion) and/or customer intimacy (eg. customized solutions). They go on to argue that delivering each kind of value requires a different organization and culture, and hence the most successful companies are those whose business strategy is focused on delivering a particular kind of value to the customers that appreciate it the most, while remaining competitive in other areas. The analysis is accompanied by case studies of AT&T Universal Card, Intel and Airborne Express. The core idea of the book is valuable and 200 pages is plenty to explore it in detail.
    3 people found this helpful
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  • Robyn B
    5.0 out of 5 stars Excellent read!
    Reviewed in the United States on April 27, 2018
    Verified Purchase
    Purchased this as a requirement for a graduate level course. I had 2 months to read the book before any material related to the book would be due. I ended up finishing the book within a few hours of starting it and got ahead in that class.
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  • BarryM
    3.0 out of 5 stars Dated but still beneficial
    Reviewed in the United States on August 14, 2017
    Verified Purchase
    The information (specifically the examples) is/are dated. The book could benefit from an updating. With that said, the three concepts presented in the book continue to be relevant. If you can get through the dated examples and just focus on the three key concepts the book is worth quick read. My company adopted the Operational Excellence model and it proved very beneficial. We now are focusing more on the Client Centered concepts in the book.
    4 people found this helpful
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Top reviews from other countries

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  • Leandro Garcia
    5.0 out of 5 stars Recomendo
    Reviewed in Brazil on April 10, 2021
    Verified Purchase
    Livro excelente com bom conceitos.para serem aplicados
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    Leandro Garcia
    5.0 out of 5 stars
    Recomendo

    Reviewed in Brazil on April 10, 2021
    Livro excelente com bom conceitos.para serem aplicados
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  • Sajid
    5.0 out of 5 stars Must Read
    Reviewed in India on January 1, 2023
    Verified Purchase
    Must read for L and D professionals
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  • Guerrero
    1.0 out of 5 stars No lo recibí
    Reviewed in Mexico on November 24, 2019
    Verified Purchase
    Nunca me llegó el producto
    Report
  • Bradley Olsthoorn
    5.0 out of 5 stars Fundamental business book
    Reviewed in Canada on May 5, 2019
    Verified Purchase
    Great book. Fundamental read for anyone building a business
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  • Camillo
    5.0 out of 5 stars Da obbligare nelle universitò
    Reviewed in Italy on January 24, 2019
    Verified Purchase
    La base delle strategie. Il padre delle filosofie aziendali. Il mio PhD parte da questo libro. Semplice da capire, illuminato e piacevole. Il 98% di PMI italiane dovrebbero darlo in lettura ai propri manager il primo giorno.
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